Shaping the Game: The New Leader's Guide to Effective Negotiating - Hardcover

Watkins, Michael

Hardcover

ISBN 10: 1422102521 ISBN 13: 9781422102527

Publisher: Harvard Business Review Press, 2006

Synopsis

Michael D. Watkins' best-selling book The First 90 Days has become the business bible for accelerating leadership transitions. Now, Watkins zeroes in on the most critical skill leaders must master to secure new roles and accelerate their transitions: negotiation. In Shaping the Game: The New Leader's Guide to Effective Negotiating, Watkins draws from extensive research and practical consulting work to reveal four fundamental objectives that should guide new leaders' actions in every negotiation they undertake: create the most possible value, capture that value for yourself and your company, carefully tend to key relationships, and preserve your reputation. Watkins lays out hands-on strategies for becoming a world-class negotiator, including how to match your negotiation strategy to the situation, influence the perspectives of key counterparts, shape negotiation outcomes in your favor, and create the learning discipline necessary to become a world-class negotiator. Navigating the myriad complex, high-stakes negotiating challenges that confront new leaders, this book provides all the tools readers need to make the right moves up the career ladder—and succeed in those roles once they get there.

About this title

About the Author

Michael D. Watkins is a Professor of Practice at INSEAD and founder of Genesis Advisers, a leadership and strategy consultancy.

From the Back Cover

Michael H. Watkins' best-selling book The First 90 Days has become the
business bible for accelerating leadership transitions. Now, Watkins zeroes
in on the most critical skill leaders must master to secure new roles and
accelerate their transitions: negotiation. In Shaping the Game: The New
Leader's Guide to Effective Negotiating, Watkins draws from extensive
research and practical consulting work to reveal four fundamental
objectives that should guide new leaders' actions in every negotiation they
undertake: create the most possible value, capture that value for yourself
and your company, carefully tend to key relationships, and preserve your
reputation. Watkins lays out hands-on strategies for becoming a world-class
negotiator, including how to match your negotiation strategy to the
situation, influence the perspectives of key counterparts, shape
negotiation outcomes in your favor, and create the learning discipline
necessary to become a world-class negotiator. Navigating the myriad
complex, high-stakes negotiating challenges that confront new leaders, this
book provides all the tools readers need to make the right moves up the
career ladder--and succeed in those roles once they get there.

From the Inside Flap

Michael Watkins expands on the leadership transition framework in his
bestselling First 90 Days to reveal how to master the critical role of
negotiation in new leadership roles.

Edition details

• Publisher: Harvard Business Review Press
• Publication date: 2006
• Language: English
• ISBN 10: 1422102521
• ISBN 13: 9781422102527
• Binding: Hardcover
• Edition number: 1
• Number of pages: 208